Finale, p.18
Finale, page 18
“Uncle, right on time as usual,” Xu said when he saw him. “Let me introduce you to Yan, the Mountain Master of Wuxi.”
Yan stepped forward and lowered his head. “What a privilege it is to meet you. I could scarcely believe my good luck when Xu told me you would be dining with us tonight.”
“You are very kind,” Uncle said.
“And you are a legend.”
Uncle shook his head. “I’m a brother like you who happened to be in the right place at the right time on a few occasions during my career.”
“That’s only a small part of the truth. But let’s not embarrass Uncle anymore,” Xu said, glancing at his watch. “We are a little early for dinner, but I think they’ll seat us.”
Suen left the men he was with and approached Xu. “We’ll be having dinner at the Compass Bar on the ground floor, so we’re close if you need us,” he said, and turned to Uncle. “We’ve asked Sonny to join us.”
“Thank you.”
“Then let’s go upstairs,” Xu said.
Yi Long Court was on the second floor of the hotel. It had a traditional, classic design with a dark wooden floor, tables covered in white linen, and carved wooden chairs padded with red leather. They were led to a table that afforded some privacy, near the back of the restaurant.
“I’m going to start with Scotch,” Xu said as they sat. “What will you have?”
“A Tsingtao,” said Yan.
“Water,” said Uncle.
“That’s unusual,” said Xu.
“I’ve been having some stomach issues. I’ll explain later,” Uncle said.
“Will it affect what you can eat?”
“I can’t have anything too spicy, but otherwise I should be okay.”
After the server left with their drink orders, Xu turned to Yan. “I asked Uncle to join us tonight because he has been advising me on business issues for some years now. It isn’t something that’s commonly known, but it isn’t a secret either.”
“You are fortunate to have such a sage advisor. I know he was the one who opened the door for the society to return to China, and I know he taught many Mountain Masters — including my predecessor — how to coexist with the Communists.”
“Xu has explained to me that you want to use his marketing and distribution networks for your goods,” Uncle said, ignoring the compliment. “Could you go into more detail? For example, I’d like to know exactly what you are manufacturing, and why you are having problems taking your goods to market yourself.”
For the next hour and a half, in between enjoying small portions of double boiled bamboo fungus in a matsutake clear broth and poached marble grade beef, Uncle listened to Yan explain why and how he had gotten into the knock-off luxury leather goods business, and the details of the challenges he faced. Yan finished just as the dessert of sweetened almond cream with egg whites was served.
Uncle had eaten carefully — acutely sensitive to any change in his body. At all times, he was prepared to stop eating and leave the table if he felt the slightest discomfort. But he made it to the almond cream without a disruption, and it went down beautifully.
Yan had done more talking than eating, and also more drinking. He finished three Tsingtao beers by the time dessert was served, and both he and Xu ordered cognac to finish their meal. Uncle had asked a few questions during Yan’s exposition but had mainly stayed quiet, listening. When the table was cleared of everything but Uncle’s glass of water and the two cognacs, Uncle said to Yan, “I apologize if you think this is rude, but it seems to me that you have gone about things in reverse order.”
“How so?” Yan asked, in a curious rather than offended manner.
“Well, you put millions of dollars into constructing a first-class factory; you hired the best artisans you could find; and you took the time to create a reliable supply line for your raw materials. What you should have done first was figure out what the market wanted and where you could fit into it.”
“The market wants Fendi, Gucci, Hermès, Louis Vuitton, and Prada. We make them all.”
“And the problem with that is I know of at least three other factories owned by rival gangs making those exact products, and they are already in place and dominating the markets you want to enter,” Xu said. “To break in you’ll have to take them on, which could lead to price wars . . . or worse.”
“I’m aware,” Yan said. “A container of bags we shipped to Guangzhou last month was hijacked and the contents destroyed.”
Uncle leaned towards Yan. “My dear friend, even if Xu gives you access to his distribution network, the result might not be any different.”
“And by taking your goods on, I would risk angering some very good customers,” said Xu.
“So what am I supposed to do? The two of you make it sound like I’m in a hopeless situation.”
“I don’t believe you are,” said Uncle. “I have a suggestion if you care to hear it.”
“You have my full attention.”
“From what you’ve told me, your factory is capable of copying any leather manufacturer in the world. Is that true?”
“Given enough time and the right materials, my people can come close.”
“Then avoid the low-hanging fruit. Don’t make Prada or Hermès or Louis Vuitton. There have to be other brands that your competitors aren’t making. Find some that may not have wide customer recognition but fill a niche, and perhaps have the potential to grow. Offhand, can you think of any?”
Yan looked thoughtful, then said, “There are some.”
“If that’s the case, then you have the opportunity to create new product lines that won’t be in direct competition with the other factories.”
“I’m still left with the problem of marketing and distribution.”
“Go to your competitors, and either sell directly to them or work out a deal that lets you use their distribution systems,” said Uncle, smiling. “All of a sudden you wouldn’t be a threat to them; your new product lines would be an asset they can add to their own business.”
“I have done deals like that with my phones,” Xu said to Yan. “Whenever a genuine competitor appears on the horizon, I meet with them and make it clear that they have a choice — they can try to compete with me, or join forces. If they want to compete, I tell them that if I have to, I’ll give my phones away to maintain my market position. But if they sell me their product, their phones will always have a home, and their profit margins will be secure. Thus far, no one has chosen the first option, and I have been able to increase my volume without having to invest a single dollar.”
“It does make sense,” Yan said, shaking his head. “I’m kicking myself for not thinking of it myself. It would have saved me months of worry and a lot of money.”
“You would have got there eventually,” Xu said.
“I can’t thank you both enough for this,” Yan said, looking at his watch. “But I have already taken up enough of your time. Let me pay for dinner and I’ll head home to Wuxi.”
“Keep us posted on how you’re doing, and don’t hesitate to call me if you want to talk,” Xu said.
Five minutes later the three men left Yi Long Court and descended the staircase to the lobby. Suen, Sonny, and the others were already there. Goodbyes were said, and Xu and Uncle lingered as Yan left the hotel.
“It’s been a long day for you,” Xu said. “I should let you go to your suite now.”
“I will go to the suite, but I would like it if you came with me,” Uncle said. “There are some matters we need to discuss.”
( 6 )
“Help yourself to the minibar,” Uncle said as they entered the suite. “There’s some good Scotch in there.”
“Will you be sticking to water?”
“No, since it is just the two of us, I think I’ll try a beer.”
“Uncle, I have to say that you’re alarming me with all this talk about your health.”
“It is a subject that can’t be avoided,” Uncle said, opening a bottle of Tsingtao. “Let’s sit at the table.”
A look of confusion crossed Xu’s face, and Uncle realized this was not going to be easy.
Xu carried a small bottle of Johnnie Walker Black Label to the table and poured it into a glass. “What kind of health problem are you having?” he asked.
“To put it bluntly, I’m dying,” Uncle said forcefully.
“What!”
“I have stomach cancer that has spread to some vital organs and is inoperable,” Uncle said. “When it was discovered last fall, my doctor recommended chemotherapy to buy me a little more time. I tried it, but the treatment was worse than the disease, so I stopped.”
“How long have you known?”
“A few months. It wasn’t something I could tell you over the phone. I wanted to do it like this, face to face,” said Uncle, taking several sips of beer. “Now, I know you are upset, but I’m an old man who has lived a good life. And I’m fortunate now to leave it with things in order.”
Xu emptied his glass of Scotch in two large gulps. “Upset is an understatement. This is devastating,” he said, slowly shaking his head. “I know you are at an age, Uncle, but I’ve never thought of you as being old. I’ve always thought you — like Auntie Grace — were a permanent part of my life.”
“I wish that was the case, but it isn’t, and so we have to deal with it.”
Xu went to the minibar to get another drink. “And there is absolutely nothing that can be done about this? There isn’t a clinic somewhere else that can help?”
“No, there isn’t. I’ve been fortunate to have a doctor in Hong Kong who is honest with me. He made my situation quite clear,” said Uncle.
Xu lowered his eyes, and Uncle thought he saw tears in them.
“I’ve had time to put things in order in Hong Kong,” he continued. “Funeral and burial arrangements are set. My will has been finalized. And everyone there who I felt needed to know has been told.”
“How many people is that?”
“Only a handful — Fong, Sonny, my housekeeper, my partner Ava, and I believe she told her partners. I trust them all to keep my secret, and I trust you to do the same. I do not want anyone else to know.”
“Uncle, I would never go against your wishes, but shouldn’t the society be given the opportunity to honour you?”
“They can honour me when I’m dead.”
“And they will,” Xu said, his voice breaking slightly.
“That doesn’t matter. My immediate concern is putting things in order. Hong Kong is done, and that leaves Shanghai,” he said, pausing to sip again. “I have a favour to ask of you, Xu. Two favours, in fact.”
“Anything.”
“Don’t say that so quickly.”
“Just tell me what you need from me.”
Uncle paused again as he gathered his thoughts. “First, I want you to run for the chairmanship of the Heaven and Earth Society,” he said slowly. “We’ve discussed it before, and you know how strongly I believe the society needs your leadership. While you’ve never said no to my request, I can’t help thinking you are simply humouring me.”
“I would never do that. I haven’t said yes because it isn’t an easy decision to make.”
“I know, but most things that are worthwhile do not come easily,” said Uncle. “I remember when your father made the decision to move back to Shanghai. He was torn between returning to his home, and enduring all the risks and hardships that entailed, or staying in Fanling in relative comfort and security. His choice opened the door for the society to return to China after years of banishment. He put the brotherhood ahead of his self-interest. I’m asking you to do the same.”
“I have so much at stake here, so many people depending on me.”
“You don’t have to abandon them. Ideally, the chairmanship shouldn’t demand your full attention. It was primarily established to resolve disputes among gangs over territory and businesses, so if there are no disputes the demands are minimal.”
“But right now, many gangs are at each other’s throats.”
“That’s why we need you. The current chairman does nothing. He has forgotten the chairman’s role. We have warring gangs, which draws unwanted attention from the police and military, hurts our businesses, and ultimately hurts the brethren. We need to re-establish peace in the brotherhood. You have the respect to make that happen.”
“I’ll be opposed. There are Mountain Masters who don’t like interference of any kind; there are Mountain Masters — like the current chairman — who prefer chaos.”
“It was the same when I was chairman, but I was able to make it work. Always remember, there is no substitute for having more firepower. The road to peace comes easiest when your enemies understand your strength and believe you’ll use it if you have to.”
“People doing the right thing for the wrong reason,” Xu said with a smile. “That is the lesson my father drummed into me.”
“Yes, and you can rarely go wrong behaving accordingly.” Uncle took another sip of beer. “Coming back to your responsibilities in Shanghai,” he said. “I remained Mountain Master in Fanling when I became chairman. I delegated some of my jobs to my executive team, which worked out well. Do you trust your people?”
“Of course, they’re all capable and loyal to me and the gang.”
“Then there is no reason for you not to say yes.”
“Apparently not.”
“Then you will run?”
Xu paused and then said, “Yes, Uncle, assuming nothing happens in Shanghai that would force me to change my mind, I will run.”
“Thank you, Xu.”
“But I have to say, without you as my advisor, I will feel lost. There is no one else I trust so completely.”
Uncle felt a weight leave his chest. Was this fate intervening to make his next request easier? “Actually, there is someone. You just haven’t met her yet,” he said.
“Her?”
“My partner, Ava Lee.”
( 7 )
Xu’s lips pressed together and his brow furrowed slightly. It was his way of expressing doubt — a signal that he needed to be convinced. Uncle decided to take a different approach.
“I have mentioned Ava to you several times over the years, but I have never spoken about the kind of person she is and the relationship we have,” he said. “Do you care to listen?”
“Of course.”
“Do you want to get another Scotch before I begin?”
“Sure.”
“Good, then you can bring me another beer. All this talking is thirsty work.”
“Are you sure you can handle it?”
“I’ll drink it slowly.”
When Xu returned, Uncle emptied his first beer and thanked him for the second. Xu put a small bottle each of Scotch and cognac on the table.
“Let me start with the facts,” Uncle began. “Ava is a forensic accountant. She was born in Hong Kong, the second daughter of a second wife who was sent to Canada with her children when she became troublesome. So Ava was raised in Canada, but speaks fluent Cantonese and Mandarin, as well as English. She is in her mid-thirties —”
“I didn’t know she was so young,” Xu interrupted. “How old was she when you became partners?”
“She was in her mid-twenties. That astounded many of my friends in Hong Kong, including Fong, but they quickly realized she is capable beyond her years,” said Uncle. “Of course, there were rumours at the beginning, gossip about an old man and a beautiful young woman. But there was nothing to them. Ava isn’t interested in men.”
“She told you this?”
“Not directly, but we’ve worked together closely for the last decade —”
“And you are alert to what’s going on around you,” Xu said.
“A trait that both you and Ava share.”
“Let’s not talk about me. I’d like to hear more about her.”
“Yes,” Uncle said, pleased with the request. “Well, she is very intelligent, and not just with numbers. She reads people as well as anyone I’ve ever known. Over the years, I have learned to trust her judgement completely in that regard. She is loyal to her friends, determined to finish whatever she starts, and fearless — though she recognizes danger when she sees it.”
“I don’t normally equate accountancy with danger,” Xu said.
“The debt collection business is not for the faint of heart. Ava is an expert at locating stolen money. But once she’s found it, it’s rare that someone returns it voluntarily. They have to be persuaded, and Ava has become adept at pushing the right buttons. Sometimes they respond with violence. Ava’s been punched, shot at, threatened with knives, and faced other threats she hasn’t discussed with me.”
“And she can handle that?”
“More than handle, she is a martial arts expert. I’ve seen her take down men twice her size.”
“She sounds like an impressive woman,” Xu said.
“She is . . . and I love her. I’d lay down my life for her, and she’d do the same for me,” Uncle said, his voice rising as his emotions took over. “She is the granddaughter I never had.”
Uncle saw Xu’s surprise at his candour. “I’m telling you this for two reasons,” Uncle continued before Xu could speak. “The first, as I suggested, is that I believe Ava would be a terrific confidante and advisor for you. You could tell her anything and know that it would be kept private. In return, she would give you her honest and thoughtful opinion. The second reason is that, when I’m gone, I want her to have someone she can call on for help and advice if she needs it. I know that she’s getting out of the debt collection business, but she will still be doing business in Asia, and you know how difficult that can be. She is partnering with May Ling Wong —”
